{"id":41432,"date":"2021-07-08T06:04:48","date_gmt":"2021-07-08T10:04:48","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=41432"},"modified":"2021-07-19T06:37:22","modified_gmt":"2021-07-19T10:37:22","slug":"abc-sales","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/abc-sales\/","title":{"rendered":"The ABCs of Sales: Attunement, Buoyancy, & Clarity"},"content":{"rendered":"\n

What are the modern ABCs of sales? How can you use attunement, buoyancy, and clarity to close more sales<\/a>?<\/p>\n\n\n\n

The old ABCs of sales were to “always be closing.” However, this kind of pushy, sales-focused method doesn’t work in the modern-day. The new ABCs<\/a> of selling are attunement, buoyancy, and clarity. <\/p>\n\n\n\n

Continue below for definitions and tips for the modern ABCs of sales.<\/p>\n\n\n\n\n\n\n\n

The Modern ABCs of Sales<\/strong><\/h2>\n\n\n\n

The economic and technological changes gave rise to a whole new philosophy of selling, also called modern ABCs of sales.<\/p>\n\n\n\n

A: Attunement <\/strong><\/h3>\n\n\n\n

Attunement allows you to connect and adapt to people, communities, and contexts in order to serve their needs. You can practice attunement using 3 tools.<\/p>\n\n\n\n

Tool #1: Mimicking<\/h4>\n\n\n\n

Humans trust others who share their mannerisms or are subtly mirroring them in other ways. Mimicking without drawing attention to it builds trust between seller and buyer.<\/p>\n\n\n\n

For example, say you are a seller, and you notice that a buyer is very physically expressive when they talk. To practice mimicry, you can add more physical gestures to your communication. This should help to create a dynamic of camaraderie. <\/p>\n\n\n\n

Tool #2: Perspective-Taking<\/h4>\n\n\n\n

Develop a deeper understanding<\/a> of the buyer and the context of their needs by putting yourself in their shoes. You can use your imagination to consider the buyer\u2019s bigger picture and see needs to serve that you would have missed with a focus on your perspective or experience.<\/p>\n\n\n\n

For example, say you\u2019re selling a car to a buyer. They\u2019re a new driver, and they\u2019re looking at trucks, initially. You notice they\u2019re a fairly small person, and considering that factor along with the new driver status, you suggest a line of smaller sports cars. You think they will be easier to navigate for a new driver, especially one who is on the smaller side. The customer buys a cool, safe sports car. They say it\u2019s a perfect fit, and they\u2019re glad they didn\u2019t go with one of the trucks. <\/p>\n\n\n\n

Tool #3: Power Shift<\/h4>\n\n\n\n

Treat the buyer like they are the ones with the power. This creates a dynamic of service, where you can serve their needs, and you are not as attached to your perspective. <\/p>\n\n\n\n

For example, when you are selling to someone, consider sitting down on an equal level with them and asking, \u201cWhat are you looking for, and how can I help?\u201d This physically puts you on an even playing field, and the question sets you up for a dynamic of service.<\/p>\n\n\n\n

B: Buoyancy <\/strong><\/h3>\n\n\n\n

Buoyancy facilitates resilience. Any type of selling involves more yes than no, so you need to believe in what you\u2019re selling enough to maintain optimism and determination. Buoyancy is what gives you the motivation to see a transaction through, even when a buyer might initially be resisting a purchase. <\/p>\n\n\n\n

For example, say you\u2019re a door to door salesman, and you manage to get into conversation with a potential buyer. The buyer hasn\u2019t closed the door in your face yet but seems to be rejecting everything you have to say. With a practice of buoyancy, you will be able to remind yourself in the moment to be optimistic about the outcome and show the buyer how much you believe in your product or service. Even if the buyer ultimately doesn\u2019t purchase, you develop resilience<\/a> for the next potential buyer. <\/p>\n\n\n\n

You can develop buoyancy by using three practices (one for before, during, and after a sales interaction).<\/p>\n\n\n\n

Practice #1: Interrogative Self-Talk<\/h4>\n\n\n\n

This practice can be used to prepare for a sales interaction. It involves asking yourself targeted questions that allow you to deepen your understanding of your sales goals, which acts as a confidence booster. Asking questions positively impacts your thoughts and actions in the long-term, which creates better sales results. Additionally, it gives your sales goals meaning, which increases your motivation for achieving them.<\/p>\n\n\n\n

For example, before a potential sale, you can ask yourself questions like, \u201cHow can I best be of service to this buyer?\u201d Or, \u201cHow can I show the buyer this purchase is worth it?\u201d <\/p>\n\n\n\n

Practice #2: Positivity Ratio<\/h4>\n\n\n\n

This practice can be used during a sales process to maintain optimism. <\/p>\n\n\n\n

Research indicates that there is a golden ratio of positive to negative experience. When you experience three positive sensations to one negative sensation, your well-being improves. Alternatively, when you experience 11 positive sensations to one negative sensation, your well-being decreases. It\u2019s important to create a positive environment during a sale, both internally (for the seller), and externally (for the buyer). A healthy ratio of positive to negative sensations makes the buyer more receptive, and more likely to take positive action (like make a purchase). Additionally, as a seller, when you feel positively about your product, as well as the sales process, you are more easily able to attune to the buyer. This increases buyer trust. <\/p>\n\n\n\n

Put this information into practice by creating a friendly atmosphere, communicating positive information with a minimum 3 to 1 (and maximum 11 to 1) ratio to negative information, and speaking with conviction about what you are selling. For example, if you\u2019re selling a car, share a number of positive aspects of the car, and then throw in a negative. Smile often, and speak highly of the across the board quality of the cars you sell.<\/p>\n\n\n\n

Practice #3: Optimistic Explanatory Style<\/h4>\n\n\n\n

This practice is beneficial after a sales interaction. Studies show that the way we describe an experience after the fact influences how we feel about it. To build buoyancy, always use these three assumptions when describing a sales experience. <\/p>\n\n\n\n

Assumption #1: Negative experiences are temporary.<\/p>\n\n\n\n